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A prospect has been identified and qualified. Now what? Building rapport with prospective or existing clients and referral sources requires intentional ongoing communication and patience. Relationship building with qualified targets is the longest stage of a sales cycle, sometimes taking up to two or three years to see results. When relationships fail to progress, it is most often due to a lack of follow-up.
By Randy Labuzinski
Traditional media continue to evolve and constrict in a marketplace consumed by non-traditional influencers, including bloggers, social media stars, bots. Accordingly, the art of media relations is more important than ever to make sure PR professionals are doing all we can to influence the dwindling number of legitimate journalists while managing and enhancing the public reputations of our law firm clients.
By Marla Grant and Yuliya LaRoe
Why EQ Leads to Even Better Business Results
It is not uncommon for law firms to face negative business outcomes caused by the behavior of a star rainmaker who is unaware of the impact that they have on others. And that’s what emotional intelligence (EQ) is about and why it’s so important to lead to better business results. What can law firms do to help their star partners increase their emotional intelligence to avoid potentially disastrous business outcomes for themselves and their firms?
By Jennifer S. Bankston
Law firms of all sizes struggle to define a marketing and business development pathway that strikes the right balance to deliver measurable value at a manageable cost. A well-defined, quantifiable approach (proactive, not reactive) is necessary to execute a law firm’s strategy.
By Spencer X Smith
Pro bono work on an individual level is often not publicized, but the work you do in the community as a firm should be. Here’s how to ensure both you and the charities, nonprofits, etc. you’re supporting gain the maximum amount of exposure and awareness for their causes.